Minnesota Nice . . . A Negotiating Tool?
If you have ever been to Minnesota, or better yet lived there, you have probably experienced “Minnesota Nice.” Typically, Minnesota Nice is characterized by polite friendliness, an aversion to confrontation, a tendency toward understatement, a disinclination to make a fuss or stand out, emotional restraint or self-deprecation. What happens when Minnesota Nice enters the negotiating room? Often times, it can lead to difficult or failed negotiations.
Unfortunately, Minnesota Nice isn’t really about being “nice” at all. It’s more about keeping up appearances and avoiding confrontation. Moreover, it can also be used as a negotiation tool, which causes confusion, misunderstanding and frustration among other participants. So, what do you do when you are in a negotiation and you are confronted with “Minnesota Nice?” Here are a few tips:
- Keep the negotiation focused on the issues, not the people. This will help diffuse any potential personal confrontation.
- Be open and upfront, and expressly ask the same of other participants.
- Think bigger than the pie. You don’t just have to cut the pie into pieces — expand the pie so that everyone is satisfied.
- Make sure you understand where each negotiator is coming from — their frame of reference. This will give you insight into how to effectively negotiate with them.
- Plan properly for the negotiation. Make sure you are prepared to deal with various scenarios prior to the actual negotiation.
Keep in mind the ultimate goal, to have a successful result to your negotiation. To accomplish this goal, all parties must “win.” While each party will independently define what a “win” is to them, these negotiating tips may help you work through your next encounter with Minnesota Nice.
Please share your negotiating experiences and tips.